Why is Discernment So Important in Enterprise Selling?

Mar 29, 2015 | Uncategorized

What is discernment and why is it so important in enterprise sales? According to the Merriam-Webster on-line dictionary discernment “is the quality of being able to grasp and comprehend what is obscure”.  My old fashioned paper back version of the...

Moving from demand gen to revenue performance

Mar 29, 2015 | link

good blog post on moving from demand generation to revenue performance management. sales people care about qualified sales opportunities, not # of leads, website hits or cost per lead. great Marketers intuitively get this and ‘the rest’ don’t...

The Sales Playbook: Roadmap for Success

Mar 29, 2015 | Sales

What is a sales playbook and why is it important? Sales playbooks are the synthesis of sales process, best practices, the sales tools used and the tactical steps that should be adhered to as part of an effective sales engagement. Think of it as a blueprint for sales...

It’s a Fine Line Between Business Arrogance and Business Ignorance

Mar 29, 2015 | Best Practices

In fact, it’s only 22%. How did I arrive at this conclusion? Well, there are 18 total letters combined between the two words. And ironically enough, each word has 9 letters as in perfect symmetry. If you subtract the common letters between the two words, you are...

B2B Sales Cycle Insight

Mar 29, 2015 | link

Another great blog post from the TAS Group, the difference in quality vs. quantity really plays out in the winning sales conversion ratios: http://sales20network.com/blog/?p=10

Sales Ramp & Velocity

Mar 29, 2015 | link

Great blog post from the TAS Group on the vital factors associated with increasing your sales velocity (i.e., sales ramp): http://sales20network.com/blog/?p=962

Do You Know a ‘Chance Gardner’ Consultant?

Mar 29, 2015 | Sales

One of my favorite movies is “Being There” starring Peter Sellers. If you haven’t seen it, I highly suggest that you rent it, as the movie and cast won numerous awards for their performance and wonderful story. I’ll paraphrase the story by...

The Context Behind the Data

Mar 29, 2015 | Learning, Sales

Metrics are good. They can be valuable and you can glean insight from them. But my admonition to all is that you proceed with caution when it comes to using metrics and data to make business decisions. All too frequently, I see business leaders completely absorbed in...